Entries categorized "Negotiating"

October 19, 2009

To gain a deeper understanding of a client or prospects needs, use clarifying and expansion questions. 80 percent of what you want and need to know is often just below the surface of the superficial sales presentation. Ask these questions to get to the meat of the message:

Tell me more about that?What would that mean to you?What does that mean to you?How does that make you feel?I'm not sure I understand - can you comment on that in more detail?Can you give me an example?What exactly do you mean by that?Help me understand, _____?I want to be sure I understand, _____?Would you clarify that?Can you help me understand?Explain to me. . .

October 13, 2009

Anger and resentment is often caused not by what you say, but how you say it. So here are some alternative phrases that will help to keep the peace when disagreeing with someone, whether a colleague, client, customer or prospect.

* You're wrong* I disagree* I don't see it that way

Instead say. . . * Please help me to better understand how you reached that conclusion.* I can better support you if I understand our differences.* I'm not sure we have the same information, as mine leads me to a different conclusion.

September 14, 2009

When negotiating through a prospect's objections it's important to keep things supportive and positive. If things become adversarial or argumentative, the only result will be a greater resolution by the prospect NOT to buy. Try these verbal techniques to keep your negotiation amicable and effective.

* Take the blame - "I am sorry that I failed to make my point clear . . ."

* Make a concession - "You are quite right that it may seem to be too much at first. However, when you consider . . ."

* By saying that others feel the same way - "Joe Smith at Acme manufacturing said the same thing at first, however after he found out about. . . "

* Pay tribute to their idea - "I know that you have the interests of your company at heart.”

July 08, 2008

Virtually every business proposal you make, the recipient is skeptical and internally asks themselves a series of questions that you must be able to answer correctly before they will consider your proposition.

If you’re lucky, they will ask these questions verbally, allowing you to answer them sequentially.

Unfortunately, most people don’t ask, and only a professional has the foresight to answer them although the questions are never asked aloud.

What questions are they asking themselves?

What is this?Why will this work?Why do you want me to do this?Why are you asking me?What are you trying to accomplish?What will this mean to me?How does this affect me?

Your ability to answer these questions, regardless of whether they are “asked” or not will go a long way to helping you accomplish your objective.

June 23, 2008

When negotiating, it’s important to determine early on if the person you are dealing with has the authority to make a final decision.

Here are some great communication strategies to insure you know where you stand, and to eliminate the higher authority objection from cropping up unexpectedly.

 Who else might be involved in this decision making process? Who else might you need to consult before we can come to final terms? If we reach an agreement, will anyone else need to approve it? If we came to an agreement here today, what would the next step be? If we come to agreement, can you approve it? If you are happy with today’s conclusion, when can we get started?

If there is another person involved in the negotiating process, it’s always best to deal with them at the same time. Otherwise, you take a weaker position and give the other party an upper hand. Therefore, use the questions above, or a variation of them to know where you stand BEFORE the process ever begins.

January 29, 2008

Try not to create an adversarial climate when overcoming a prospects objection or while engaging someone that you are trying to influence – You will soon discover that although you may be right, the end result will only be a great resolution not buy or act upon your recommendations.

Try these verbal techniques to help your words be more harmonious during the interaction.

* Take the blame – “I am sorry that I failed to make my point clear . . .”

* Make a Concession – “You are quite right that it may seem to be ____________ at first. However, when you consider . . .”

* By saying that others feel the same way – “Joe Smith at Acme manufacturing said the same thing at first.”

* Paying tribute to their idea – “I know that you have the interests of your company at heart.”

The greatest ability in business is to get along with others and influence their actions. A chip on the shoulder is too heavy a piece of baggage to carry through life. John Hancock

January 18, 2008

Here are some great verbal “phrases” that will assist you in helping others in overcoming their indecision. These techniques are a powerful tool in the sales and negotiating process and have been used successfully by myself and staff for many years.

* “I know how you feel; many business professionals who have joined felt the same way at first. However, after making the decision to join, here’s what they found . . .”

* “I was wondering that same thing myself until . . . “

* “One of our most recent members / customers mentioned the same thing. I told him . . “

January 07, 2008

Negotiating is part of everyday life. From convincing a friend on where you should meet up for dinner, to mediating a dispute between employees, both are examples of a negotiation.

Negotiating is an art and skill, not something that should not be feared. Thus, it requires preparation and practice in order to be consistently successful. Consider these tips for preparing for negotiation and improve your odds for a win-win outcome.

A Win-WinFirst and foremost, a successful negotiation is one where both parties win. Get rid of this concept of negotiating having a winner and a looser and eliminate the perception of you needing to “screw” someone in order to win.

Know what you really wantMany people enter negotiation only to find they did not have a clear desired outcome defined. Write down your desired outcome as concisely as possible and use this outcome as the center point of your preparation.

Get over your dislike of negotiatingYou don't need to like it; you just need to understand that's how the world works. You're not browbeating or grinding someone down; you're simply playing the game that the system is set up for.

Know your oppositionLearn as much as possible about who you are negotiating with, what they want, their strengths and weaknesses, and their likes and dislikes.

Collaborate to meet both ends, making it a win/win situationA successful negotiation should be not a confrontation, but collaboration.

Don't ever bluffUnless your negotiating for blankets in Tijuana or bobbles in a Beijing night market.

Anticipate reactions, objections and responsesIf possible, brainstorm with others who have had similar negotiations to get a jump on what to expect. For each objection or reaction, list positive responses, alternatives and examples that counteract the negatives.

Structure your presentation to ensure agreement on one or two points at the beginning of the negotiationExample, "I think we can agree right away that we have a problem and that we both/all want to resolve it." Initial agreement on minor issues or points early on in the negotiation process sets a positive atmosphere for agreement in later, more significant stages. Prepare options rather than ultimatumsAn ultimatum should be used only as a last resort when you are sure you can back it up and the other party knows you can back it up. Even then, in virtually every negotiation there are options and alternatives that reduce defensiveness and lead to positive resolution for all parties.

Get comfortable with silenceMany negotiators feel compelled to jump in with arguments and comments each time there is a pause in the interaction. Practice holding back on comments and responses. Silence can be a very powerful negotiation tool.

Don't be emotionalYou don't need it "now," and you don't "just have to have it." Don't "fall in love" with anything, and don't say that out loud. The more emotion you project, the weaker your position.

Close all negotiations by clearly outlining agreementWhen agreement or conclusions have been reached and you are ready to end your negotiation, review / outline the agreement that has been reached. Then, end your negotiation on a positive note, complimenting those involved and emphasizing the progress made.